Having a prepared and qualified team is essential for the success of your company. For this to happen, the human resources sector needs to find good qualified professionals for the job and hire them.
However, the company itself can carry out training and qualifications so that employees already hired can develop their skills and learn new ones, which can help throughout the process of developing their activities.
But what are the characteristics of a good salesperson? According to professors Lynette Ryals and Lain Davies, there are 7 essential skills that can be considered characteristics of a good salesperson.
According to a study carried out by them, only 9.1% of meetings turn into effective sales and only 1 in 250 salespeople exceed their objectives.
This study showed several skills and characteristics that make buyers take a step further in the purchasing journey and close a deal with your company.
Therefore, in this article, you will learn about the main characteristics of a good salesperson so that you can implement training that develops these skills in your professionals and use it as a basis for making new hires when necessary.
Characteristics of a good salesperson
1- Ability to overcome challenges
According to the study, the main characteristic of a good salesperson is the ability to overcome challenges.
That’s because those salespeople who encounter challenges along the way to closing a sale, but don’t give up, find creative and innovative ways to overcome these obstacles.
2- Prepare for meetings
Just going to a meeting doesn’t mean the deal will be closed, so one of the most important and most sought after features on the market is the ability to prepare for a meeting.
In order to be able to close deals with customers, you need to study a lot about who this prospect is, the company’s situation, how your solution can solve the customer’s pain points and much more.
The better the seller’s preparation, the greater the chances of getting the sale.
3- Interaction with customers
A good salesperson needs to have the ability to communicate well, especially with customers. He must know how to cultivate a good relationship with prospects and know how to identify the best opportunities according to the conversations and interactions that take place throughout the sales cycle.
4- Present the company
A good salesperson needs to know how to sell his company well, after all, he is the one who guarantees customers that the product is good, reliable and of quality.
Therefore, one of the characteristics of a good salesperson is to know the company they work for very well, know the whole story, its solutions, what are the best solutions for each customer profile and so on.
With this, the salesperson is ready to answer any questions that prospects may ask about your company.
5- Create Rapport
Do you know what rapport is? Rapport is a French word that means “bringing back” or “creating a relationship”. This skill consists of creating a connection with the other person.
When we talk about rapport in the sales sector, we are referring to the ability to create connections and reciprocity with customers, increasing the chances of continuing with the negotiation until closing.
6- Build a good sales pitch
Another fundamental characteristic of a good salesperson is to build a good sales pitch. A salesperson’s main role is to sell, so they need to know how to do this.
For a sale to happen, there are several factors that positively and negatively impact the purchasing decision, one of these factors is the seller’s speech. Therefore, this skill is essential for your salespeople to have or develop over time.
Finally, we have storytelling, this is the ability to make the customer see your product or service as a “hero” that will save their day and take them to a new level of results, a true “happy ending” for their customers. problems.
Count with ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!